1: Thou Shalt Get It Done First Thing: Prospecting is often the least desirable activity on your daily plan. Get it out of the way first thing in the morning. You’re fresh; the people you call or message on LinkedIn are fresh. Nothing yet’s happened to ruin someone’s day.

2: Thou Shalt Follow Through: You get a lead. Someone sounds interested. Respond immediately. I’ve found messages sent on LinkedIn tend to get lost or overlooked if you don’t jump on them immediately. Get it done now.

3: Thou Shalt Remember New Clients are Paramount: Client service is important. Paperwork is important. You’re paid primarily to find new clients and bring in more assets. If you’re great at prospecting and lousy at paperwork, your supervisors will soon figure that out. If you’re lousy at prospecting and great at paperwork, you may not be cut out for this job.

4: Thou Shalt Treat Every Call or Conversation as a New Opportunity: You’re a smiling-and-dialing machine: you call other professionals, and you do so early in the day or during the slowest time of day. But you got hang-ups or “I’m not interested” on your first 9 calls. The outcome of the 10th call should never be influenced by the frustration of the first 9. That 10th call may be your initial contact with the person who becomes one of your best – and best-paying – clients.

5: Thou Shalt Be Persistent: Some agents and marketers start a prospecting strategy, get to a point when it‘s juuust about to bear fruit and think “This isn’t working.” So they drop it and begin another strategy, repeating – again – the entire process. They put a series of failed strategies into place instead of sticking with one and making adjustments as circumstances dictate. Persist.

6: Thou Shalt Neither Frown Nor Make Funny Faces: Smile when you’re working. Smile even when you’re on the telephone – it comes across in conversations. Really. If you act grumpy (I know it’s Monday morning), you probably sound grumpy on the other end of the line. Smile. It works.

7: Thou Shalt Not Do All The Talking: When you get a viable, interested prospect, you want to show her how smart you are. So you tell her all about what you can do for her – for her business and her commerce – before she even lets you know what she needs. Which prompts her to think: “How can this person address my needs if I’m not even asked what I want?” Learn to listen. Learn how to be an interested listener.

8: Thou Shalt Not Envy Your Coworkers: Some others on your team don’t prospect. Some seem to coast through life and business. Others talk about the Big Ticket they just wrote (or wrote 3 weeks ago). Don’t let them bring you down: although you work under the umbrella of AmeriLife, you’re functionally in business for yourself. Make your own way. Give it your best, don’t worry about the rest. Don’t give up for even one day; make today one of your best

9: Thou Shalt Not Be Too Proud to Ask for Help: If your prospecting strategy isn’t working, learn from someone who has cracked the Code. The folks in the office may be a little hesitant to reveal their secrets, but they’ll guide you in the best directions. And you can always solicit assistance from those you meet at conferences. And your manager is a great resource. Make The Ask.

10: Thou Shalt Not Be Too Cheap to Learn: You found someone in another office at the same point in his career as you. He’s doing well and said he found a coach and hired her. “I’m not spending my money on that,” you say. Hey: if you found a peer who paid for guidance and experience and tradecraft – and got his money’s worth – give it some consideration. Books, seminars, subscriptions, trainers … learning comes on many platforms.

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